The SPIN Selling Fieldbook

The SPIN Selling Fieldbook <br />There is plenty to read in sales systems. There is not enough to read on how exactly to ask questions as required by all consultative sales systems. This book comes to fill this gap by providing an easy to use fieldbook for the professional who embraces the new consultative selling approach.

This book is a 206 page powerhouse, but I want to direct you to pages 50 and 51: <br /> <br />"The Good News"... <br /> <br />"The good news is that the Spin model has proved to be a versatile sales tool, works across cultures, applies across industries, is equally applicable to selling services or products." <br /> <br />"The Bad News"... <br /> <br />"Our one million users would tell you in one voice: It's a lot harder than it seems. SPIN isn't a magic pill that you can take and turn yourself into an instant sales success. It's hard work. One of the immutable laws of business is that there's always a link between risk and reward. The more rewarding the outcome, the tougher it is to obtain. If SPIN questions were simple and automatic, then everyone would be using them already, and there would be no competitive advantage from the model. " <br /> <br />So there you have it. You will not only have to learn the basic principles of SPIN (Situation - Problem - Implication - Need Payoff), you will also have to personalize these principles into a game plan for each prospect, current customer, former customer... <br /> <br />...and in doing so you will be ahead of the curve. You'll be far down the road from the people who are still fumbling around for a "simple and automatic" approach. You will find few books on sales that are as honest as this one. Author Neil Rackham hands you a powerful set of tools, but make no mistake about it: your success will come entirely from what you choose to do with them. VERY highly recommended.

I speak around the world on lead generation and marketing strategy. Neil did an outstanding job crafting "The SPIN Selling Fieldbook" to give you a roadmap on how to master complex sales strategy. <br /> <br />There is no other resource I can think of where you can "easily perfect" your approach and positioning sales strategy. <br /> <br />Neil gives you step-by-step plan that anyone can follow in their quest to excel at marketing their products or services. <br /> <br />The SPIN Selling Fieldbook gives you valuable "hands on" tools. I recommend the "SPIN Selling Fieldbook." <br /> <br />It is an invaluable resource that any salesperson or sales executive should have in their personal library. <br /> <br />Joe Heller, Trust Cycle Selling <br />

This field book is better than the original book was. If you are going to buy just one of the two you should probably just buy the field book. It allows you to apply the ideas very quickly.